Gary Vaynerchuck once said, “Saying hello doesn’t have an ROI (Return on Investment). It’s about building relationships.” In other words, saying “hello” or smiling at someone might not bring direct, measurable results, but it can be the first step in building a relationship.
Strategic relationship building can be beneficial to young attorneys for many reasons. These range from emotional support in interacting with clients and making tough decisions under pressure to career advancement in becoming senior counsel of a corporation or partner in a law firm. The range is quite vast.
Do relationships really matter, you may ask? And if so, why? The answer here is undoubtedly yes. Young attorneys can build deep bonds and connections with clients, colleagues, supervisors, and opposing counsel through effective communication, understanding client needs, sharing knowledge, and providing quality legal representations.
Building strategic relationships means more than a superficial or casual interaction. Instead, it means building deliberate alliances with those who share common values, interests, and ideas to open doors to new opportunities for yourself and others and also to succeed in the legal profession. It also means being open to receiving feedback, guidance, and instruction and establishing strong mentor-mentee relationships that can enhance your professional development in the present and the future. Below are ways in which young attorneys can build a network with purpose.
To define your goals, you must first ask yourself the following questions:
For example, perhaps you want to be promoted to senior counsel. Your purpose in obtaining this promotion might be to demonstrate your ability to provide exceptional legal counsel and representation to clients while simultaneously upholding the highest ethical standards of the profession. Likewise, obtaining a promotion might mean that you have demonstrated to yourself and your employer that you can serve as a trusted legal advisor who can be relied upon and simultaneously take on increased responsibilities to demonstrate leadership abilities. Moreover, it might be important for you to obtain this promotion to grow professionally and leverage your expertise and skills for future advancement.
With those thoughts in mind, carefully craft a plan with actionable steps–including some of the items below–outlining what you will need to define your own goals. Consider what skills and knowledge you need to obtain to make your goals a reality. Perhaps you may need to conduct some research and reference external resources. Be realistic in determining how much time and effort this will take to accomplish your goals.
Networking events, seminars, and industry conferences, including those put on by the ABA, are a few of the many great places to meet other like-minded attorneys. While this may be difficult if you are an introvert, you can rest assured that there will be others like you in the room eager to connect. Keep ice-breakers or conversation starters ready (ex. “Have you been to this event before? This is my first time, and I am curious what your experience has been like.”) to spark interaction. A small introduction can go a long way.
Social media platforms, particularly LinkedIn, are useful for connecting with legal professionals you meet throughout your career. Research potential connections. Target those who share your skill set. Explore mentorship options. A mentor can provide guidance and direction, connecting you with fresh contacts and opportunities while introducing novel information.
As they say, a first impression is often the last impression. Always put your best foot forward regardless of whether you are at home on a video call at 8 a.m. or 8 p.m. or sitting in the office working on a Master Services Agreement.
You never know if it will result in a long-lasting, meaningful relationship. Maintain awareness of your body language. It is a strong form of nonverbal communication that inadvertently conveys how you are feeling. A smile can give off the impression that you are friendly and approachable. Simultaneously, active listening and maintaining eye contact can convey attentiveness and understanding. On the other hand, crossed arms and a distracted gaze can convey defensiveness, disinterest, and discomfort, none of which help contribute to successful outcomes in your legal practice.
Brené Brown said it best, “Authenticity is the daily practice of letting go of who we think we're supposed to be and embracing who we are.” Be yourself. Be transparent. Your colleagues in the legal profession are more likely to interact with or do business with someone they feel they can trust. That said, keep your promises and follow through with your commitments. This shows that you’re reliable. This will open doors, whether personal or professional.
Relationships have a natural ebb and flow. All relationships will change in some way over time. Some will thrive, while others will fade. Reciprocity is one of the foundations upon which long-lasting relationships are built: Helping others shows goodwill beyond your own interests.
Fostering a strong relationship requires effort. Simple ways to keep the connection going include incorporating periodic check-ins or sharing helpful information for a case or transaction a colleague might be working on. Think about what you have to offer that others can benefit from. Small gestures like showing gratitude or complimenting someone on a job well done demonstrate good faith.
We’ve all heard the saying, “Rome wasn’t built in a day, but they are laying bricks every hour.” Meaningful relationships aren’t built in a day, either. It’s easy to get discouraged when you feel things aren’t progressing as quickly as you would like. You may feel as though you haven’t yet seen the aforementioned ROI, but with time and effort, the reward will be significant. Patience is key. Be determined. Keep striving.
